ECON 117 - Business Negotiations

Business Negotiations will cover frameworks useful in negotiating business agreements, but the negotiating skills learned can be helpful in many settings. Starting with the classic text “Getting to Yes”, students in this course will learn to implement a principled approach to negotiating by focusing on the true interests of the negotiating parties, brainstorming to find ways to improve the outcome of all parties, and identifying and defusing the most common “dirty tricks” of unprincipled negotiators. In class, students will practice negotiating each week, in a series of one-on-one and multi-party negotiating exercises. Case studies will be discussed and alumni will be invited to share negotiating experiences. This course counts as a Group B elective. Alternate fall semesters. (4 Credits)